Coca-Cola’s 1929 slogan was “The Pause that Refreshes,” and we can incorporate the presentation pause to powerful effect in our business presentations.
Pauses can, indeed, be refreshing, and a judicious pause can refresh your presentation.
In fact, the prudent presentation pause for reflection, for the audience to digest your message, for dramatic effect to emphasize what comes next . . . all add depth and richness to your show and communicate to audience members that they have gathered to hear something special.
So, make friends with silence so that you feel comfortable in its presence.
Power of the Presentation Pause
The correct pauses imbue your talk with incredible power. With proper timing and coupled with other techniques, the pause can evoke strong emotions in your audience.
A pause can project and communicate as much or more than mere words. The pause is part of your nonverbal repertoire and a superbly useful tool.
The comfortable pause communicates your competence and confidence. It telegraphs deep and serious thought. Pause Power is underutilized today, but has served as arrow-in-quiver of the finest presenters over centuries.
Presentation Master Grenville Kleiser put it this way in 1912: “Paradoxical tho it may seem, there is an eloquence and a power in silence which every speaker should seek to cultivate.”
When you use the presentation pause judiciously, you emphasize the point that comes immediately after the pause. You give the audience time to digest what you just said. And you generate anticipation for what you are about to say.
So save the pause for the moments just prior to each of your main points.
How do you pause? When do you pause?
Silence is Your Friend
A truly effective pause can be coupled with a motionless stance, particularly if you have been pacing or moving about or gesturing vigorously. Couple the pause with a sudden stop, going motionless. Look at your audience intently. Seize their complete attention.
You can see that you should not waste your pause on a minor point of your talk. In point of fact, you should time your pauses to emphasize the single MIP and its handful of supporting points.
Voice coach Patsy Rodenburg says: “A pause is effective and very powerful if it is active and in the moment with your intentions and head and heart. . . . a pause filled with breath and attention to what you are saying to your audience will give you and your audience a bridge of transitional energy from one idea to another.”
Finally, and surely not least, the pause can rescue you when you begin to spiral out of control or lose your train of thought. Remember that silence is your friend.
Need a life-preserver? Need time to regain your composure? Try this . . .
Pause. Look slightly down. Scratch your chin. Furrow your brow. Take four steps to the right or left.
You just bought 7-8 precious seconds to collect your thoughts.
In our battle to fight through the white noise of life to communicate with others, we often ignore the most powerful of weapons at our disposal – Presentation Passion.
Passion, emotion, earnestness, brio, energy.
Sure, we pay occasional homage to emotion and to “passion.”
But more often than not, it’s only lip service.
You don’t really believe this stuff, do you? Or maybe your fear of others’ judgments pushes out thoughts of investing your talks with something interesting.
We save our presentation passion for other activities. For our sports teams and our politics and, perhaps, religion. We separate our “real” selves from our work and from our “formal” exposition in front of an audience.
Maybe we construct a barrier for the audience, to prevent an audience from seeing our vulnerabilities. Perhaps we affect an air of nonchalance as a defensive mechanism.
Nonchalance is the Enemy
Regardless of the reason, by not investing ourselves in our presentation and in our narrative, we render ourselves less persuasive. If we purge our presentation passion, we are less effective, perhaps even ineffective.
Emotion is a source of speaker power. You can seize it. You can use it to great effect.
And you can learn to do this more easily than you imagine.
James Albert Winans was a Presenting Master early in the 20th century, and he offered this beautifully crafted description of passion’s power. Brilliant discovered words from 1915:
A speaker should feel what he says, not only to be sincere, but also to be effective. It is one of the oldest of truisms that if we wish to make others feel, we ourselves must feel. . . . We know we do not respond with enthusiasm to an advocate who lacks enthusiasm. And quite apart from response, we do not like speakers who do not seem to care. We like the man who means what he says.
Do you mean what you say? Do you even care? Or do you sleepwalk through your assignments? Reading from a note card, reading from the slides behind you, oblivious to why you are up there?
Now, one purpose of this counsel is not simply for you to display powerful emotions in service to a cause. You are not simply “being emotional” for its own sake. You want to evoke emotions in your audience. You want them to think, yes, but you also want them feel.
You want to establish a visceral connection with your audience.
Don’t Purge Presentation Passion
Sometimes it may seem as if you must purge all emotion from your presentations, especially your business presentations.
It’s as if you are instructed to behave like a robot under the guise of looking “professional” or “business-like.”
We can find that we respond too readily to these negative cues. We think that if A is “good,” then twice as much of A is twice as good. And three times as much of A is even better.
And without presentation passion, our business presentations suffer.
The Indifferent Presenter?
So, let’s accept right now that emotion and professionalism are not exclusive of each other. Conversely, shun indifference.
The opposite of earnestness is indifference. An indifferent man cares no more for one thing than for another. All things to him are the same; he does not care whether men around him are better or worse. . . . There are other opposites to earnestness besides indifference. Doubt of any kind, uncertainty as to the thought or to the truth, a lack of conviction, all these tend to destroy earnestness.
You know the indifferent man or woman, delivering a presentation that obviously means nothing to him or her. Perhaps you’ve done this. Haven’t we all at one time or another?
Unknowing of emotion, believing that we cannot show we care?
Do you just go through the motions? I understand why you might cop this attitude. Layer upon layer of negative incentives weigh down the college student. Adding to your burden is the peer pressure of blasé. It’s perceived as “uncool” to appear to care about anything, to actually do your best. Certainly to do your best on schoolwork of any kind.
Understand from this moment that this is wrong. No, it is not a matter of opinion . . . it is not a “gray area.” It is incontrovertibly wrong.
If you don’t care, no one else will. And if you don’t care, you will lose to the presenter who does care.
Lose the job you want to someone else.
Lose the contract you want to someone else.
Lose the promotion you want to someone else.
Lose the influence you want to someone else.
It’s Time to Win with Presentation Passion
Does this seem too “over the top” for you? Of course it does!
That’s because you’ve likely been conditioned to look askance at the kinds of rich, lusty pronouncements that embrace emotion rather than scorn it.
And that is a major part of the B-School Presentation Problem.
When was the last time a business professor criticized you for showing too much emotion in your presentation?
Have you ever heard anyone criticized for it? For giving a presentation with too much feeling? Or for being too interesting?
For actually making you care? For actually being memorable for more than a few moments?
Now, think for a moment of the incredible power that might be yours if you embrace emotion and presentation passion when no one else does.
The wonder and delight of this is that it is entirely within your grasp to do so.
What is it you long to do? What is it that fills you with the thrill of discovery, the adrenaline of newness? What can compare with the natural high of applying yourself to a task that excites you?
What generates those endorphins? What brings a smile to your face involuntarily? What furrows your brow?
Is it “world hunger?” Or European soccer? Is it social injustice? Is it political theory? Is it comic book collecting? Chess? Numismatics? Tennis? Travel to exotic locations? Helping others solve problems? Writing essays? Fashion design? Financial manipulations? Reading a good book?
What’s your passion? Do you even have one?
Is your Passion buried?
Yes, you do. And likely as not, it’s been buried under a ton of necessity, the debris we call the business of life. If you find that your passion is buried, then this is the time to rescue it as one of the most potent factors in delivering your most powerful presentations.
Once you explore your own visceral feelings, your passion, it becomes that much easier to invoke passion in your presentations. To actually feel passion for the subjects of your shows. Can you generate passion? Of course you can. Will it be “artificial” passion? Of course not. Passion is passion is passion.
Unless you have passion for a subject and demonstrate that passion, you will always be at a disadvantage with respect to those who do. If you are in competition with several other teams pitching a product or service to a company for millions of dollars – and there is no noteworthy difference in the quality or price of the service – then how does the potential customer decide?
If he sees a real passion for the work in one team, if he feels the energy of a team driven to success and truly excited about the offering, don’t you think he’ll be inclined to the team that stirs his emotions? The team that makes him see possibilities? The team that helps him visualize a glorious future? The team that shares his own love and passion for his product or service and sees in you a shared passion for achieving something special in partnership?
Reread the previous paragraph, because it encapsulates so much of what is absent in presentations today, and so much of what is needed.
Passion has served as a crucial element in verbal communication for centuries. Two of my favorite quotations on its power follow:
“True emotional freedom is the only door by which you may enter the hearts of your hearers.”
Brees and Kelley, 1931
“Earnestness is the secret of success in any department of life. It is only the earnest man who wins his cause.”
S.S. Curry, 1895
Recognize in yourself the capacity for passion. Recognize that you have the wherewithal to embrace even the most staid material, the “dullest” project. Remember always that it is you who make it better. You who invest it with excitement. You are the alchemist.
It’s your job to make it interesting
Many times you hear an “interesting” presentation about an “interesting” topic. It is well-done, and it engaged you. And you wonder why you never seem to get the “interesting” projects.
Have you ever admitted to yourself that you might be the missing ingredient? That perhaps it is your task to invest a project with interest and zest? That what makes a project “interesting” is not the topic . . . but rather the interaction between material and presenter.
Ultimately, it is your task to transform a “case” or business situation into an interesting and cogent presentation. It is your task to find the key elements of strategic significance and then to dramatize those elements in such a way that the audience is moved in powerful and significant ways.
Yes, you can do this. And you don’t need an “interesting” case to do it.
You just need passion.
Passion is too important to relegate to a single post – more on passion in the coming days . . .
Always speak to the people in your audience in ways that move them.
Offer them something that speaks to them in the language they understand and to the needs they have. Always offer them your respect and your heart.
Does this seem obvious?
That’s the paradox. We often forget that our audience is the other player in our two-player cooperative game. We mistakenly contrive our message in our terms, saying what we want to say and what we think our audience needs to hear in language that gives us comfort. Then we blame the audience if they don’t “get it.”
Too many speakers across the spectrum of abilities never consider the needs of their audience or why they have gathered to hear the message. Often, a presenter may simply offer an off-the-shelf solution message that isn’t even remotely tailored to the needs of the folks gathered to hear it.
The Curse of Hubris
Paradoxically, this occurs quite often when men and women of power and accomplishment address large groups of employees or conference attendees. Infused with the power and, too often, arrogance and hubris that comes with great success, they believe this success translates into powerful presenting. They don’t prepare, offer standard tropes, rattle off cliches, and pull out shopworn blandishments . . . and they receive ovations, because those assembled believe that, well, this fellow is successful, so he must know what he’s doing. What he says, whatever it was, becomes gospel.
But what we actually witness from presenters of this type is actually a form of contempt. Presenters from 16 to 60 offer this up too often. The lack of preparation by any speaker communicates a kind contempt for the audience and the time of people gathered to listen.
For instance, last year a successful young entrepreneur spoke to our assembled students about his own accomplishments in crafting a business plan for his unique idea and then pitching that idea to venture capitalists. His idea was tremendously successful and, I understood him, he sold it for millions. Now, he stood in front of our students wearing a ragged outfit of jeans and flannel shirt and sipping coffee from a styrofoam cup. He was ill-prepared to speak and offered-up toss-off lines.
His sage advice to our budding entrepreneurs for their own presentations?
“Make really good slides.”
That was it.
Just a few moments’ thought makes clear how pedestrian this is. What does it truly mean? You need a millionaire entrepreneur to tell you this?
“Really good slides” means nothing and promises even less.
I guarantee that this youngster did not appear in his own presentations wearing his “cool slob” outfit. Likely as not, it was a great idea sharply defined, practiced many times, and presented knowledgeably by well-dressed entrepreneurs that won the day. And this is the lesson that our young presenters should internalize, not toss-offs from a character just dropping by.
So many of the dull and emotionless automatons we listen to could be powerful communicators if they shed their hard defensive carapaces and accepted that there is much to be learned. And there is much to be gained by respecting the audience enough to speak to them as fellow hopeful human beings in their own language of desires, ambition, fears, and anticipation. Conversely, we all can learn from the people we meet and the speakers we listen to, even the bad ones.
In business school, you will espy classmates who demonstrate this pathology of unpreparedness. It’s called “winging it.”
Many students tend to approach presentations with either fear or faux nonchalance. Or real nonchalance. It’s a form of defensiveness.
This results in “winging it,” where contrived spontaneity and a world-weary attitude carries the day. No preparation, no practice, no self-respect . . . just embarrassment. Almost a defiant contempt for the assignment and the audience.
And this kind of presentation abomination leaves the easy-out that the student “didn’t really try.” It is obvious to everyone watching that you are “winging it.” Why would you waste our time this way? Why would you waste your own? You have as much chance of achieving success “winging it” as a penguin has of flying.
Winging it leads to a crash landing of obvious failure, and whether you care or not is a measure of character.
The chief lesson to digest here is to always respect your audience and strive to give them your heart. Do these two things, and you will always gain a measure of success.
Given the number of long, dull, pedantic, repetitious, boring, confusing – bad – presentations I see both inside and outside of the business school, I suspect there must be.
This dullness seeps into the consciousness. It numbs us, and begins to legitimize itself.
Bad business presentations can be a career-killer. Of course, no one will tell you this.
A conspiracy of silence surrounds bad business presentations and the people who give. them.
And yet, they are everywhere.
Bad Business Presentations are Everywhere
Bad Business Presentations are everywhere . . . and because they are everywhere, we think that bad business presentations must be legitimate.
They must be the norm. They must be bad, because that’s just the way it is. But this is myth.
And this myth perpetuates itself, like some kind of awful oral tradition.
You see a bad business presentation that some people praise as good. It looks like this . . .
Some Vice President from a visiting company stands in front of you hiding behind a lectern. He reads from slides with dozens of bullet points taken from a written paper and pasted onto PowerPoint slides. He alternates looking at a computer screen and turning to look at a projection screen behind him. He rarely looks at you.
A Wasteland On the Screen
Unreadable spreadsheets appear on the screen. Legions of tiny numbers march in cadence. The presenter reads slide-after-slide verbatim, his head turned away from you. You realize, finally, that he is reading the slides together with everyone in the audience.
The slides are unreadable or irrelevant.
It’s a bad presentation, and you can’t remember a damn thing except the three texts you received during the presentation as you checked your iPhone between yawns. You could legitimately ask yourself, “Is this all there is?”
If bad business presentations are the norm, you scratch your chin and perhaps you think “That’s not hard at all.” I can be as bad as the next person.
Just Cobble Together a Bad Business Presentation
Cobble something like that together, and you think you have a business presentation. And why wouldn’t you think that?
It seems to have all the elements: A speaker-reader of slides (you), a PowerPoint display on the screen with writing on it, some numbers, and a five-minute time slot to fill with talk.
But what you actually have is something awful – just awful.
You don’t know what you want to accomplish . . . or why.
You have no idea what you should say . . . or why.
And you don’t view yourself as benefitting from the process in any way. Instead, you see it as something painful. Because it is painful. It’s painful and awful.
Let’s repeat, so there’s no misunderstanding . . . just awful.
It’s a bad business presentation that is painful and awful because of the way it’s been explained to you.
Because the explanations are incomplete. Because you never get the whole story.
Teaching you how to deliver a cogent, competent, powerful business presentation is always someone else’s job.
This can be a problem. A problem because your career often hinges on how well you can present. And if you present badly, you needlessly handicap yourself.
I Feel Your Pain
Sure, there are “presentation”courses. But it seems that the good folks who actually provide you some sort of presenting instruction in school are often disconnected from your business courses.
They teach you “How to give a speech” or “How to introduce yourself.” But you don’t have the opportunity to engage in a complex group business presentation.
Oftentimes, these folks aren’t even in the business school. They can’t show you how to incorporate business content into your presentations – things like the SWOT, value chain analysis, financial analysis, PEST, Five Forces, and such like.
And on occasion, professors in your business courses demonstrate the same malaise that plagues business at-large.
For most of your professors, presenting is secondary. This makes sense, as each faculty has a specialty or functional discipline he or she is charged with teaching. Business “Presenting” is no one’s functional discipline, and so it goes unaddressed, orphaned to expediency and neglect.
It is the same in the corporate world. Your presenting woes are the same woes that scourge the American business landscape.
Boring, dull, numbing . . . all of this is equated wrongly with “serious.” What what we get is the bad business presentation as the standard.
The Malaise in Corporate America
I attended a business conference on the west coast not long ago. I had the occasion to dip my toes into some of the worst speaking I have ever heard coupled with use of incredibly bad visuals. Primarily PowerPoint visuals.
Busy slides with tiny letters.
Listeners shifting in their seats.
Motionless speakers planted behind a lectern.
Aimless and endless talking with seemingly no point.
No preparation and no practice attended these presentations.
Papers shuffling in the audience, because handouts were given prior to the talk.
This is more common than you might imagine. Communications consultant Andy Goodman conducted major research on the issue in 2005, surveying more than 2,500 public interest professionals and asking them to evaluate their presentation viewing experiences.
The average grade public interest professionals gave to the presentations they attended was C-. The average grade given to the visuals that respondents observed in presentations they attended was also C-. When asked to recall presentations they had seen over the last few months, survey respondents said they were more than likely to see a bad business presentation as to see an excellent one.
This is the current state of presentations in corporate America and in business schools. Is it uniformly bleak? No, of course not.
Glimmers of Hope . . . Gigantic Opportunity
Generalizations are just that – general in nature.
I have seen a sufficient number of fine presentations to understand that, somewhere, superb instruction holds sway. Or, at the very least, young people whose early development has trained them for the stage have found their way to the business platform. Good for them. But for the most part, it is as I have described here.
And this presents you with magnificent opportunity.
Now that you understand the situation and why it exists, it’s time for you to join the ranks of superior presenters. Becoming a superior presenter means gaining incredible personal competitive advantage that is difficult to imitate. By investing your presentations with passion, emotion, and enthusiasm, you deliver especially powerful shows with persuasive power. Presentations that are anything but dull. So . . .
It’s time for your debut.
Time to break the Law of Bad Business Presentations.
How can you enrich your presenting in unexpected and wonderful ways so to give an interesting presentation regardless of your audience?
To deepen and broaden your perspective so that it encompasses that proverbial “big picture” we forever hear about?
You must become a 3-D presenter.
Now, this means several things, including how you utilize the stage to your utmost advantage, but a major component is the exercising of your mind.
And I talk about that here.
Three D Presentations
It’s the process of enriching your personal context so that you become aware of new and varied sources of information, ideas, concepts, theories. Yes, it’s a process of becoming learned in new and wondrous ways.
Think of it as enlarging your world. You increase your reservoir of usable material.
And you’re able to connect more readily with varied audiences.
You accomplish this in a pleasant and ongoing process – by forever keeping your mind open to possibilities outside your functional area. By taking your education far beyond undergraduate or graduate school.
Expand Your World
And that process increases your personal competitive advantage steadily and incrementally.
By doing something daily, however brief, that stretches your mind or allows you to make a connection that otherwise might have escaped you.
By reading broadly in areas outside your specialty, and by rekindling those interests that excited and animated you early in life.
Read a book outside your specialty. Have lunch with a colleague from a different discipline.
Dabble a bit in architecture, engineering, art, poetry, history, science.
We sometimes cloister ourselves in our discipline, our job, our tight little world, forgetting that other fields can offer insights. For myself, while teaching in the Fox School’s strategic management department this semester, I am also sitting in on a course sponsored by the History Department’s Center for the Study of Force and Diplomacy – “Grand Strategy.”
What a leavening experience this promises to be: Thucydides, Machiavelli, Clausewitz, Lincoln, and many others . . .
How will this help in preparing my own classes? At this point, I can’t be certain.
And that’s the beauty and potential of it.
I do know that it will enrich my store of knowledge so that my own presentations continue in 3-dimensional fashion, connected to the “real world” – textured, deep, and richer than they otherwise would have been.
It will do the same for yours, and it will likely aid in your developing into an especially powerful presenter, imbued with professional presence.
For more on how to give interesting business presentations, click HERE.
“Earnestness” is a word that we neither hear much nor use much these days, but it sits at the core of what we call presentation passion.
The word captures much of what makes for an especially powerful business presentation.
Edwin Dubois Shurter was a presenting master in the early 20th Century, and he said way back in 1903 that “Earnestness is the soul of oratory. It manifests itself in speech by animation, wide-awakeness, strength, force, power, as opposed to listlessness, timidity, half-heartedness, uncertainty, feebleness.”
What was true then is surely true today.
And yet, “earnestness” is frowned upon, perhaps, as somehow “uncool.”
Showing Too Much Interest?
If you appear too interested in something, and then you somehow are perceived as having failed, then your business presentation “defeat” is doubly ignominious.
Better to pretend you don’t care.
So the default student attitude is to affect an air of cool nonchalance, so that no defeat is too damaging. No presentation passion for you! And you save your best – your earnestness – for something else.
For your friends, for your sports contests, for your facebook status updates, for your pizza discussions, for your intramural softball team . . .
But this also means that all of your presentation victories, should ever you score one or two, are necessarily small victories. Meager effort yields acceptable results in areas where only meager effort is required.
Leave Mediocrity to Others and Embrace Presentation Passion
Mediocrity is the province of the lazy and nonchalant. Shurter was a keen observer of presentations and he recognized the key role played by earnestness in a successful presentation: “When communicated to the audience, earnestness is, after all is said and done, the touchstone of success in public speaking, as it is in other things in life.”
Wrap your material in you.
This means giving a business presentation that no one else can give. A presentation that no one else can copy . . . because it arises from your essence, your core.
It means demonstrating genuine enthusiasm for your subject. It means recognizing that the subject of your presentation could be the love of someone else’s life, whether it be their business or their product or their service. You should make it yours when you present.
In the process, you craft your persona, your powerful personal brand that differentiates you from the great hoi-polloi of undistinguished speakers. And you achieve remarkable personal competitive advantage.
Embrace your topic with earnestness, and you will shine as you deliver an especially powerful business presentation.
Before all of our artificial means of expanding the reach of our unaided voices, there was the public speaker – the earliest “business presenter.”
The Business Presenter
Public speaking was considered close to an art form. Some did consider it art.
Public speaking – or the “presentation” – was the province of four groups of people: Preachers, Politicians, Lawyers, and Actors. The first saved your soul. The second took your money. The third saved you from prison. The fourth transported you to another time and place, if only for a short spell.
Other professions utilized the proven skills of presenting – carnival barker, vaudevillian, traveling snake oil salesmen.
These were not the earliest examples of America’s business presenters, but they surely were the last generation before modernity began to leech the vitality from public speaking. To suck the life from “business presenting.”
Skills of the Masters
The skills necessary to these four professions were developed over centuries. The ancient Greeks knew well the power of oratory and argument. The knew the power of words.
In fact, Socrates, one of the great orators of the 5th Century B.C. , was tried and sentenced to death for the power of his oratory. He filled his presentations with the “wrong” ideas.
In our modern 21st century smugness, we likely think that long-dead practitioners of public speaking and of quaint “elocution” have nothing to teach us. We have adopted a wealth of technological firepower that purports to exalt our presentation message. And yet the result has been something different.
Instead of sharpening our communication skills, multimedia packages have supplanted them. Each advance in technology creates another barrier between the business presenter and the audience.
PowerPoint Can Cripple the Business Presenter
Today’s presenters have fastened hold of the notion that PowerPoint is the presentation.
The idea is that PowerPoint has removed responsibility from you to be knowledgeable, interesting, concise, and clear. The focus has shifted from the business presenter to the fireworks. This has led to such a decline that the attitude of the presenter is: “The presentation is up there on the slides . . . let’s all read them together.”
And in many cases, this is exactly what happens. Almost as if the business presenter becomes a member of the audience.
PowerPoint and props are just tools. That’s all. You should be able to present without them.
And when you can, finally, present without them, you can then use them to maximum advantage to amplify the superior communication skills you’ve developed.
In fact, many college students do present without PowerPoint every day outside of the university. Some of them give fabulous presentations. Most give adequate presentations.
They deliver these presentations in the context of one of the most ubiquitous part-time jobs college students perform – waiter or waitress.
On the Job Presentation Training – and Increased Income
Waiters and waitresses are business presenters.
For a waiter, every customer is an audience, every welcoming a show. The smartest students recognize this as the opportunity to sharpen presentation skills useful in multiple venues, to differentiate and hone a personal persona, and to earn substantially more tips at the end of each presentation.
Most students in my classes do not recognize the fabulous opportunity they have as a waiter or waitress. They view it simply as a job, performed to a minimum standard.
Without even realizing it, they compete with a low-cost strategy rather than a differentiation strategy, and their tips show it. Instead of offering premium service and an experience that no other waiter or waitress offers, they give the standard functional service like everyone else.
As a waiter, ask yourself: “What special thing can I offer that my customers might be willing to pay more for?”
Your answer is obvious . . . you can offer a special and enjoyable experience for your customers. You can become a superb business presenter. In fact, you can make each visit to your restaurant memorable for your customers by delivering a show that sets you apart from others, that puts you in-demand.
I do not mean putting on a juggling act, or becoming a comedian, or intruding on your guests’ evening. I do mean taking your job seriously. Learn your temporary profession’s rules and craft a business presentation of your material that resonates with confidence, authenticity and sincerity. Display enthusiasm for your material and an earnestness to communicate it in words and actions that make your audience feel comfortable and . . . heroic.
The Hero Had Better be in Your Audience
Yes, heroic. Every business presentation – every story – has a hero and that hero is your audience. Great business presenters evoke a sense of heroism in customers. Do this, and you win every time.
I have just described a quite specific workplace scenario where effective presenting can have an immediate reward. Every element necessary to successful presenting is present in a wait-staff restaurant situation. The reverse is likewise true.
The principles and techniques of delivering a powerful presentation in a restaurant and in a boardroom are not just similar – they are identical. The venue is different, the audience is different, the relationships of those in the room might be different.
But the principles that inform the great business presenter are the same.
And so, back to the early practitioners of oratory and public speaking. Here is the paradox: a fabulous treasure can be had for anyone with the motivation to pluck these barely concealed gems from the ground, to sift the sediment of computerized gunk to find the gold.
Adopt the habits of the masters. Acquire the mannerisms and the power and versatility of the great business presenters who strode the stages, who argued in courtrooms, who declaimed in congress, and who bellowed from pulpits.
Their secrets offer us the key to delivering especially powerful business presentations.